Director, Sales and Marketing

Job Summary

As Director of Sales and Marketing you are responsible for leading our business strategy for long-term growth by developing the sales and marketing strategies for the business. You will have a focus on sales effectiveness, developing talent and creating rich customer partnerships that will drive growth in our businesses. The role is highly cross-functional and requires a candidate that enjoys navigating ambiguity, aligning executive stakeholders, and collaborating with geographically dispersed teams.

You are a highly visible leader that will create a results‑oriented, innovative, best‑in‑class sales organization.

• Achieve strong year‑over‑year bookings results to drive organic growth for the business.
• Set, meet, and exceed quarterly and yearly sales quotas and objectives.
• Measure, coach, mentor, and top‑grade the sales and marketing team to ensure targets are met and surpassed. Proven track record of leading, motivating, and managing a sales and marketing team. Set performance goals to grow the team professionally and identify successors.
• Team leadership of Customer Success Managers (CSMs), Business Development Managers (BDMs), Account Executives (AEs), Sales Engineers, and Marketing.
• Report on sales progress, activity, highlights, lowlights, and insights on a monthly basis.
• Manage escalations from customers and the sales team effectively by working with peers and taking decisive action, as appropriate.

• Lead and develop a high‑performing Account Management team, ensuring strong customer relationships and retention.
• Directly manage and mentor a group of Customer Success Managers (CSMs), fostering a culture of proactive customer engagement and value delivery.
• Oversee the execution of account plans, renewal strategies, and expansion opportunities within existing accounts.

• Manage Business Development Managers (BDMs) through the entire sales cycle, from lead generation to deal closure and contracting.
• Ensure BDMs are equipped with the tools, training, and support needed to identify, qualify, and win new business.
• Monitor and optimise the performance of the sales team, providing coaching and guidance to achieve and exceed targets.

• Drive sales of Enterprise Asset Management (EAM) leveraging deep industry knowledge and solution expertise.
• Demonstrate a track record of success selling complex software solutions to enterprise clients.

• Scrub sales data (predominantly Salesforce) to ensure accuracy.
• Establish and reinforce sales guidance and policy as it pertains to the consultative selling process, account planning, and required data capture.

• Collaborate with Product and Marketing to ensure alignment with product strategies and GTM plans.
• Accountable for the creation and delivery of Product team‑aligned Go‑To‑Market plans (GTMs), with a focus on sales execution.
• Participate in select marketing‑related events, trade shows, and campaigns to build a strong reputation and brand.
• Accountable for integrated delivery across marketing channels (web, blog, email, social, media, etc.) as defined by GTMs.
• Ensure that Trapeze delivers, sponsors, participates, and attends appropriate industry events.
• Account for the analysis, delivery of results and insights based on marketing data.
• Accountable for defining and reporting on key targets, scorecards, and measures pertaining to: scorecards, key KPIs, Brand, GTM effectiveness, Channel Effectiveness, Event effectiveness, etc.

• Minimum seven (7) years of work experience leading sales teams in software/technology companies, in a customer‑facing role.
• Prior experience managing a P&L.
• Demonstrated experience managing Account Managers, Customer Success Managers, Business Development Managers, and Marketing.
• Proven success selling EAM and/or ERP systems to enterprise clients.
• Bachelor’s/Master’s in Sales, Business, or Marketing.
• Effective presentation ability to influencers, senior executives, and industry audiences.
• Ability to travel up to 50%, globally.
• Experience working in a customer‑facing role within the transit technology industry.
• Practical experience with Pragmatic Marketing and its application.
• Organizational change management certification/training.

Worker Type:
Regular

Number Of Openings Available: 1